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Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

  1. Plan for negotiation
  2. Conduct negotiation
  3. Finalise negotiation outcomes

Required Skills

This section describes the essential skills and knowledge and their level required for this unit

Skill requirements

Look for evidence that confirms skills in

applying legislation regulations and policies relating to negotiating in the public sector

communicating with diverse stakeholders such as the other party team members senior management including listening questioning establishing rapport responding etc

applying decision making and problem solving

adjusting quickly to new information or unexpected questions and attitudes

report writing

responding to diversity including gender and disability

applying procedures relating to occupational health and safety and environment in the context of negotiations

Knowledge requirements

Look for evidence that confirms knowledge and understanding of

legislation regulations policies procedures and guidelines relating to negotiations in the public sector such as freedom of information privacy equal employment opportunity

sources of organisational information

delegations and lines of authority

decision making

negotiation techniques

conflict resolution

recordkeeping requirements for negotiations

equal employment opportunity equity and diversity principles

Evidence Required

The Evidence Guide specifies the evidence required to demonstrate achievement in the unit of competency as a whole It must be read in conjunction with the Unit descriptor Performance Criteria the Range Statement and the Assessment Guidelines for the Public Sector Training Package

Units to be assessed together

Prerequisite unitsthat must be achieved prior to this unitNil

Corequisite unitsthat must be assessed with this unitNil

Coassessed units that may be assessed with this unit to increase the efficiency and realism of the assessment process include but are not limited to

PSPCRTA Perform quasijudicial functions

PSPCRT506A Perform quasi-judicial functions

PSPETHCB Promote the values and ethos of public service

PSPETHC501B Promote the values and ethos of public service

PSPGOVB Undertake research and analysis

PSPGOV504B Undertake research and analysis

PSPGOVA Promote diversity

PSPGOV505A Promote diversity

PSPGOVA Manage conflict

PSPGOV508A Manage conflict

PSPGOVA Provide leadership

PSPGOV511A Provide leadership

PSPGOVA Use complex workplace communication strategies

PSPGOV512A Use complex workplace communication strategies

PSPLEGNB Promote compliance with legislation in the public sector

PSPLEGN501B Promote compliance with legislation in the public sector

PSPOHSA Monitor and maintain workplace safety

PSPOHS501A Monitor and maintain workplace safety

PSPPMB Design complex projects

PSPPM501B Design complex projects

PSPPROCA Establish contract management arrangements

PSPPROC502A Establish contract management arrangements

Overview of evidence requirements

In addition to integrated demonstration of the elements and their related performance criteria look for evidence that confirms

the knowledge requirements of this unit

the skill requirements of this unit

application of Employability Skills as they relate to this unit

negotiations undertaken in a range of or more contexts or occasions over time

Resources required to carry out assessment

These resources include

legislation policy procedures and protocols relating to negotiation including freedom of information privacy equal employment opportunity antidiscrimination occupational health and safety

case studies and workplace scenarios to capture the range of negotiation situations likely to be encountered as an individual or as a team member

Where and how to assess evidence

Valid assessment of this unit requires

a workplace environment or one that closely resembles normal work practice and replicates the range of conditions likely to be encountered when undertaking negotiations including coping with difficulties irregularities and breakdowns in routine

negotiations undertaken in a range of or more contexts or occasions over time

Assessment methods should reflect workplace demands such as literacy and the needs of particular groups such as

people with disabilities

people from culturally and linguistically diverse backgrounds

Aboriginal and Torres Strait Islander people

women

young people

older people

people in rural and remote locations

Assessment methods suitable for valid and reliable assessment of this competency may include but are not limited to a combination of or more of

demonstration

observation

portfolios

questioning

scenarios

simulation or role plays

authenticated evidence from the workplace andor training courses

For consistency of assessment

Evidence must be gathered over time in a range of contexts to ensure the person can achieve the unit outcome and apply the competency in different situations or environments


Range Statement

The Range Statement provides information about the context in which the unit of competency is carried out. The variables cater for differences between States and Territories and the Commonwealth, and between organisations and workplaces. They allow for different work requirements, work practices and knowledge. The Range Statement also provides a focus for assessment. It relates to the unit as a whole. Text in italics in the Performance Criteria is explained here.

Purpose of negotiation may include

required outcomes

other possible outcomes

organisational priorities

consequences of negotiation failing

Negotiating approach may be

consultative

collaborative

competitive

confrontational

soft

passive

Information relating to the negotiation may include

background to the dispute/issues under consideration

background information on the parties

organisational information

legislative requirements

organisational policy and procedures

material to support bargaining position

precedents

Negotiation plan may include

roles and responsibilities of negotiation team members, if any

identification of team leader

timing

logistics

key facts

tactics

personal strengths and weaknesses

techniques to be used for negotiating, breaking deadlocks, dealing with conflict

fallback position

areas where compromise is possible

process management strategies

alternative dispute resolution processes

Negotiation techniques may include

speaking skills

presentation techniques

effective listening

questioning techniques

verbal and non-verbal communication

using personal attributes

culturally and linguistically appropriate strategies

constructive feedback

issues identification

exploring options

identifying areas of agreement

recording agreements

Contingencies may include

changed circumstances

changed tactics

changed agenda

new information

decision to withdraw

Techniques for breaking deadlocks may include

clarifying

restating position

summarising progress

deferring decision

preparing a compromise

using a mediator/third party

Stakeholders may include

management

union

colleagues/other staff

clients

public